Are you a hard bargainer? Do you often win when you bargain? Winning and being tough are two traditional approaches to negotiating. These approaches do not work in today's business environment however. Here's why. 

    你是一個(gè)強(qiáng)悍的談判者嗎? 在協(xié)商時(shí)你總是贏(yíng)家嗎? --- 必勝的決心及強(qiáng)硬的態(tài)度也許是傳統(tǒng)協(xié)商談判的致勝技巧，然而在今日商場(chǎng)上，這些技巧已不適用了，為什么? 分析如下。 

    Winning a negotiation means getting what you want and does not include the other person. If the other person gets what they want that's ok, but if they don't get what they want (or need) the winner doesn't care! In addition, being a winner means the other person lost something. After the negotiation then, one person feels like a looser that didn't get what they wanted. This creates resentment and bad feelings. For example, think about a situation where you were cheated. How long ago did this happen? Why have you remembered it for so long? If someone is taken advantage of they usually remember for a long time. Often people will wait to get even and the next negotiation, if there is one, will be more difficult. So why did this work in the past? 

    在商談中，贏(yíng)了對(duì)方，表示你得到你想的東西，而對(duì)方可不一定得到他想要的。如果對(duì)方有受益，那情況還好，如果沒(méi)有呢? 贏(yíng)的一方根本不會(huì)在乎! 可以說(shuō)，有贏(yíng)的一方就會(huì)有輸?shù)囊环�。在協(xié)商后沒(méi)有得到合理利益的一方，會(huì)覺(jué)得自己是失敗者，感覺(jué)不愉快，而心存怨恨。舉例來(lái)說(shuō)，試著回想你曾被欺騙的情況，那是多久以前發(fā)生的? 為什么這么久了，你還記得? 通常如果被占了便宜，受害一方將會(huì)牢牢記著，等著下次協(xié)商機(jī)會(huì)討回來(lái)。如果真的有機(jī)會(huì)，也將是非常僵持的協(xié)商。盡管如此，為何這方法在過(guò)去行的通呢? 

    In the past competition was limited. Companies often made agreements with only a handful of other suppliers and vendors because there simply wasn't any other competing firm. This limited competition allowed some companies to prosper, even though they were not well respected. This is no longer the case though. In today's business environment companies must compete on a global scale. If a company leaves a negotiation as a looser, they will actively seek another company to do business with. Until another trading partner is found, current agreements may be broken or argued about. The "win" negotiating style destroys on-going relationships and future profits. Because of this the old win/lose method has been updated to win/win. 

    在過(guò)去市場(chǎng)上，競(jìng)爭(zhēng)有限，公司通常只能和少數(shù)供貨商及客戶(hù)做生意，因?yàn)楦�本沒(méi)有其它的競(jìng)爭(zhēng)者，壟斷式的市場(chǎng)，造就了一些公司的蓬勃發(fā)展，盡管這些公司的名譽(yù)不好，或不被尊重。然而這些舊有的交易模式已不再，現(xiàn)今商場(chǎng)環(huán)境是全球化的競(jìng)爭(zhēng)，如果協(xié)商后，客戶(hù)沒(méi)有得到合理利益，他一定會(huì)主動(dòng)和其它的同業(yè)競(jìng)爭(zhēng)者接洽做生意。當(dāng)他找到合理的公司后，原有與你的合作契約將到此結(jié)束，或爭(zhēng)議原有的交易條件。那種必勝的談判方式，將破壞與客戶(hù)的長(zhǎng)久關(guān)系，及未來(lái)的利益。因?yàn)榕f有的輸贏(yíng)交易方式已發(fā)展成為現(xiàn)代造就雙贏(yíng)的協(xié)商方式。

    This means that a negotiation is approached as a joint problem where both people help each other get what they need. There are no losers, no hard feelings and no resentment. An understanding of win/win negotiation methods, creative problem solving and cross-cultural understanding are essential in modern international business environments. Approached properly, negotiations help companies build relationships over time and lead to greater long-term profits. 

    雙贏(yíng)的協(xié)商技巧，就是把交易當(dāng)成雙方的共同問(wèn)題，互相幫忙各取所需，也就不會(huì)有輸家的產(chǎn)生、心存怨恨及不好的感受。了解雙贏(yíng)技巧的應(yīng)用、有效的問(wèn)題分析決策及洞悉東西文化的交易模式是現(xiàn)代化商場(chǎng)致勝的重要關(guān)鍵。用正確的觀(guān)念及方法切入，彼此成功的協(xié)商將會(huì)為雙方建立更長(zhǎng)久的互動(dòng)關(guān)系，及得到更遠(yuǎn)大的成就。